Price BUT… in Sales (video)

“You aren’t going to get the butt you want, by sitting on the butt you have” I have no clue who said it first but I heard it on The Splendid Table with Lynne Rossetto Kasper one Saturday while driving. It made me laugh.

The “but” that salespeople seem to sit on is that people buy on price.

I’m not saying price isn’t important! I’m saying it isn’t the only thing that is important. PLUS I’m saying most of the time price isn’t what is MOST important.

My experience is that most people buy on “Price BUT….”
• Price but I need it by Tuesday
• Price but I need to know the company will support me
• Price but I need to be sure it is the RIGHT solution
You get the idea.

To get past the price but that you are sitting on here is what you can do…
Ms. Customer, I understand that price will be part of your decision – about what to buy and who to buy it from, what else will play into your decision?
What else?
What else?
What else?
Is there anything else?

Then read them back… Ok so you will be looking at price AND 1, 2, 3, 4, 5 – did we miss any?

Now the tricky part; I’m curious which of those will be most important for this particular purchase? Then SHUT YOUR MOUTH – hey there is a mute button on your phone, use it! And wait for their answer.

Now you have the but you want, not just the price but you’ve been sitting on.

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